How You Should Use the If vs. When Question in Sales

Sometimes we come across customers trapped in their own mental dilemma. They like what you have to offer, but they are hesitant to make a change. What you are dealing with is what psychologists refer to as the “Status Quo Bias.” There is a technique that might help you reframe this discussion. I call it the “If-vs-When” question.

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7 Sales Lessons You Can Learn From Ryan’s Dog Odie

​Anyone who knows Ryan Taft would agree that he wasn’t a dog person…until recently. As a dog owner for just over a year now, he has noticed how great his dog, Odie, is at sales. With that backdrop, here are seven things he has learned, or been reminded of, about selling from Odie.

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5 Ways to Help You Bust Out of Your Sales Slump

If you’re in a sales funk you don’t need the same old advice you’ve heard before – think positive; visualize success. That’s good advice and could be helpful in working your way out of your slump. But I want to talk about vaulting out of that Godforsaken state and into top performance mode right now.

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How to Lose Your Sales Leader in 10 Days

Remember the 2003 romantic comedy “How to Lose A Guy in 10 Days” starring Mathew McConaughey and Kate Hudson? The key sales lesson in the movie is our need to recognize what we unknowingly do that drives people away. Here are the top 7 things I see company leaders doing that drive their sales leaders away. 

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6 Ways to Stay Focused and Crush Your Sales Execution

More and more distractions creep into our lives every day. Between the onset of technology, constant connection and human nature, it is amazing anyone gets anything done! So how do you stay focused on sales execution when so many people, gadgets and gizmos compete for your attention? Here are six steps for slaying your distractions and crushing your sales execution.

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Talking to Your Customer About Fear – Part 5

How much has fear cost you in your life? We cannot accurately answer that question, but I think we can agree that the degree to which fear impacts our lives is probably quite high. Your customer is no different. Fear is real, and fear has a way of undermining goals and dreams…unless you do something about it.

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Talking to Your Customer About Their Dreams – Part 4

How deeply do you feel like diving into your customer’s emotional core? The answer might just be linked to how much you want the sale. Many salespeople are awkward and uncomfortable when it comes to getting into the emotional weeds, but it is at this level that customers make their most significant decisions.

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3 Ways You Can Avoid the “First Kiss” Mishap in Sales

Most of us, have been a part of that awkward moment called, “The first kiss.” A similar pattern, more or less, appears in the sales process (Minus the kiss part). You invest time with customers, uncover their needs and show them how your product or service will solve their problems. Then, at the end of your presentation, there is a small voice that tells you to ask for the sale.

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Talking to Your Customer About Process – Part 3

A confused mind says…NO! If you want to lessen your prospect’s brain strain during the buying process, you can do so by providing a mental road map that shows them just how easy it to complete the purchase. You must give your customer a clear vision in order to clear the path to the sale.

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